I saw this tweet from the Go for No people about just not being afraid to ask a question.
I’d say it even stronger…..ask the question you are most afraid to ask. You know what the question is when you are talking to someone. You’ve probably tried to ask “around” this question a bunch of times.
So, you are sitting there, and the customer is hemming and hawing. She needs time to “think it over” – the decision is a team effort – they’re still very interested.
You sit there, and the question is right there on your tongue. “Are we in the lead?” “Do you like them better?”
Just once, please, ask it. Try it – once.
Well said! Thanks for expanding on that. People fear asking because they don’t want that NO. Yet, if your prospect is having concerns, better to deal with them now than later. No gives us a lot of information because it allows us to take the next step and ask with curiosity, “Why?”
Hi Andrea – you are so right about that! You don’t do yourself (from a sales perspective) or the customer any favors by avoiding concerns, issues, or challenges. Deal with them upfront and you can get past them (or not), but either way you know where you stand immediately!
Thanks for the comment!
- Paul